You’ll have to decide whether you provide the tools or suggest a list of instruments for your technicians to buy. The key is to start small and don’t overload them with a ton of tools all at once.
Once your technicians are gathering measurements in the field, you’ll need to equip your salespeople to discuss the test results.
NCI offers various forms, such as the Blood Pressure to Static Pressure Table, which make technical topics easy to understand and relatable to customers. Be sure to equip every salesperson with this information.
Additionally, consider providing them with NCI pamphlets that explain the differences between High-Performance HVAC and other systems. This information will help them explain to customers how your company differs from other HVAC companies.
You also need to equip your installers to handle installations in a slightly different manner. The devil is in the details when it comes to installing equipment to ensure it performs correctly. While installation tools remain the same, their techniques will change as they begin to understand the importance of static pressure and airflow.
The installers will replace old installation practices, such as leaving excess flexible ducts, making sharp turns, or using restrictive fittings, with slight changes in their approach to improve system performance. These changes are subtle and easy to apply but may take time to implement. Remember, it’s hard to break old habits.
Finally, don’t forget to equip your staff with apps to make their job easier. For example, measureQuick and the TrueFlow app from TEC make measurements easy and streamline the work. Technicians using the NCI AirMaxx Quick Test in measureQuick or NCI workflows in the TrueFlow app can quickly generate a visual, third-party report that customers can easily understand. As you equip your team, ensure that you’re making their lives easier so they can succeed.
Promote
Now it’s time to introduce High-Performance HVAC to your customers. You’ll need to show them why it’s essential, teach them about their HVAC system differently than your competitors, and help them understand there is more to HVAC than the equipment.
Most homeowners are accustomed to repairing their existing equipment or purchasing a replacement if necessary. Show your customers how you do things differently — adding static pressure measurements is the first step in demonstrating that the HVAC system is more than just the equipment.
Your approach uncovers invisible issues with the duct system and serves as a great lead-in to discuss comfort, indoor air quality (IAQ), and other ongoing problems.
As you roll out your high-performance approach, start with existing customers because you already have a relationship with them. They trust you and will appreciate how you are improving what you do.
Then, you can transition to new customers after you’re comfortable with the process. Be prepared for tough customer questions that may arise, like, “Why haven’t you guys done this before?”
Ensure that every technician and salesperson knows how to answer those tough questions. Everyone in the company should have a similar reply.
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